MEDDIC Academy Seeks to Enhance the Enterprise Sales Process Through Its Robust Sales Qualification Methodology

Los Angeles, California--(Newsfile Corp. - December 14, 2022) - US-based global sales institute, MEDDIC Academy, seeks to assist enterprises in enhancing their sales process through its unique Sales Qualification Method. The initiative intends to educate business sales teams across the world on how to increase their performance and revenue through modern learning techniques. The proprietary Sales Qualification Methods designed by MEDDIC Academy are known as MEDDIC and MEDDPICC® which stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Competition and Champion.

"My philosophy of sales does not follow the norm. It's about qualifying and understanding the customers' prospects and seeing if we have a good solution. Almost every tech company is focused on reducing costs. I am focused on increasing revenue for businesses and helping to give the necessary skills to the sales team so that businesses can thrive. I am on a mission to make enterprise sales easy and increase sales productivity," says Darius Lahoutifard, CEO and Founder of MEDDIC Academy.

Through its sales qualification method, the academy intends to simplify the enterprise sales process for businesses. The method includes a checklist that aims to provide the level of knowledge, control, and progress of each stage in a sales process. These are intended to be simple to use and easy to remember. The metrics are the quantifiable gains that result in economic benefits.

The elements of MEDDPICC include an objective assessment of the level of qualification in the sales campaign and the degree of confidence in the sales forecast. It provides a proactive approach to the Legal & Procurement departments to avoid any delay. They represent the MEDDIC checklist as described below:

METRICS: Measurable gain that leads to economic benefit.
ECONOMIC BUYER: The person with discretionary access to funds.
DECISION CRITERIA: The criteria defined by the client to make a purchase decision.
DECISION PROCESS: The process defined by the client to make a purchase decision.
PAPER PROCESS: The customer's legal, procurement and admin process to purchase.
IDENTIFY PAIN: The pains which require the client's solution to be remedied.
COMPETITION: The customer's alternative solutions to remedy pain.
CHAMPION: The client's Internal Seller.

Anyone with experience in complex enterprise sales knows that interactions with the legal department or purchasing could be a nightmare if they are underestimated. Mainly because these interactions occur at the end of the sales cycle and the PO deadline may be jeopardized, whether it is the end of the quarter for the vendor or the client's implementation expectations. These issues take time to resolve, often leading to a delay in the purchase order. The seller must understand the "paper process" and anticipate the issues. For instance, they may share the company's standard contract, TOS, or terms of service earlier in the process.

"Our aim is to make the enterprise sales process easy and effective by addressing the issue of the non-performance of the sales teams. We make our method accessible to stakeholders in the sales process through our in-person and online courses. We hope that our efforts will help businesses across the world enhance their sales performance and revenue in a systematic and progressive way," Darius concluded.

About MEDDIC Academy

MEDDIC Academy is headquartered near Los Angeles, United States, and was founded by Darius in 2017. The academy is the first organization to offer online and blended learning programs on MEDDIC and MEDDPICC® for individuals, managers, trainers, and Enterprise clients. The following year, in 2018, MEDDIC Academy became the first organization to deliver test-based certifications and make it possible to become MEDDIC Certified. Recognized by Gartner in their Magic Quadrant for Sales Training Providers in 2021, MEDDIC Academy educates sales forces who target B2B or Enterprise clients, to increase performance and revenue.

MEDDPICC® is a registered trademark owned by Darius Lahoutifard and should not be used without prior written permission from MEDDIC Academy

Contact:
Darius Lahoutifard
darius@meddic.academy

To view the source version of this press release, please visit https://www.newsfilecorp.com/release/147986